Case Studies

Strategy

Issue:
Owner faced rapid and expensive changes in technology and possible need to convert platforms.  Did not know if she wanted to make the investment or sell the company

Solution:
Defined her alternatives and their costs; defined the alternatives of what after-tax net sale price she would need and what she would do after the sale.

Result:
Defined what change would cost and the time it would take; reviewed impact on owner, staff, and customers; defined owners needs to support her lifestyle; created a 5 year plan to grow her company, monitor her results, and review her options annually.

Finance and Analysis

Issue:
Owner managed company without an annual budget, did not know that he was half as profitable and growing less quickly than his peers

Solution:
Defined target customer for business; matched products and pricing to customer needs and company staff to best practices; created a budget and monthly monitoring

Result:
Company increased margins, profits, and cash flows

Information Management

Issue:
Service Bureau licensed third party software, but had lost confidence that the software provider was making enough investment to keep their software competitive

Solution:
Reviewed the current software; developed a full RFP with the client’s managers; defined an implementation strategy; interviewed candidates including the current provider; monitored selection and agreements; monitored implementation

Result:
Client licensed current, fully functional software from a committed provider; company team completed full implementation and customer conversion in 1 year.

Business Process Development and Risk Management

Issue:
Company software allowed for customization from reports to pricing; company had no controls and therefore had hundreds of undocumented reports making future version changes difficult; company was running over 40 pricing tables.

Solution:
Hired new IT manager to define and control report creation; put company on a plan to document selected reports and phase out others; added security reviews and tests

Result:
Pricing tables reduced, but still a work in process; documentation improving but many legacy reports still undocumented and put at risk customer service at next major system version release

Review of Strategic Alternatives

Issue:
Long term owner thought he wanted to sell, but had never done a deal before; wanted to separate “rumors” from facts to get best results for his family, staff, and customers

Solution:
Defined the desired outcome and tested the owners’ conviction; built and qualified the team of advisors; defined, gathered, and controlled required data and documentation; reviewed company operations, bank accounts, financial reports; qualified buyer candidates and rated their ability to perform; monitored transaction

Result:
Owner was prepared for the process, and understood the trade-offs which might occur; qualified bidders were found; timelines were met; problems were resolved; deal was completed